How Can You Stay in Touch With Your Sphere?

As an agent, you should stay in touch with past clients and your sphere of influence consistently. What's the best way? Today I have several suggestions, but one I recommend more than any.

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Today I wanted to give you a little more info about ways you can and should keep in touch with your past clients and your sphere of influence.

My favorite way to stay in touch with past clients is a simple phone call. I would do this at least four times a year to have a quick conversation. Always end this conversation by asking if they know anyone thinking of buying or selling a home. I call this 'go for no' when I try to get five to 10 'no' answers a day, because you're going to finally hit someone trying to buy or sell a house.

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I highly recommend a company I use called Vyral Marketing.

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A great company I've used for years is Brian Buffini; he sends out a kit with a mailer and some personal notes for around $100 a month. A newsletter service called Service for Life is another great one that sends you a template for a newsletter that you can send to your clients and sphere of influence. It requires a little customization but it's really professional and it's really easy to send. 

Another great thing to do is to upload all email addresses for past clients, friends, and family to Facebook and market to them there. Facebook lets you create custom audiences to market to.

Finally, the very best option is the one that I use, and that's a company that I can't recommend enough called Vyral Marketing. You can send custom video emails (like this one) to all your past clients, friends, family, and sphere of influence and they do all the work for you. 

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If you have any other questions, give me a call or send me an email. I'd be happy to help.

Why You Should Text Your Buyer Leads

What we’ve found more and more often with our buyer leads is that clients are much less responsive to email and phone calls. Here’s why we started texting them.

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As an agent, it’s important to stay up to date on how clients use technology to communicate with you. What I’m finding more often with my clients is that email has not been working as well as it has in the past.

One reason for this may be that Gmail has made a lot of changes to how they organize their “promotions” folder, and this has pushed a lot of our market updates and listing emails out of our leads’ direct inbox. As a result, a lot of clients have been missing our communications and going to sites like Zillow and Realtor.com, which causes us to have to buy our own leads back from those sites.

What I’ve found recently is that one of the best ways to get ahold of a lead is by texting them. I read a study the other day that concluded that 90% of text messages are read within three minutes of being sent. This is very true for millennials especially, since they aren’t as likely to answer a phone call or read their email.

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Texting is one of the best ways to get ahold of your leads.

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This is why I always suggest that agents send a text out to their leads mentioning their name and brokerage. For example, I’ll send out a text that reads, “Hi, I’m Chris Colgan with RE/MAX Regency. I saw that you registered on our website. What type of home are you looking for?” Any kind of text that gets the dialogue going will help you in the long run.

One quick tip for sending these texts is to save some of the more effective text scripts to your phone or your CRM so that you can text your leads automatically. There are some great apps out there, like FiveStreet, that can help you do this.

I would also suggest testing a few different scripts in your text messages, then gauging each response that comes back to you. Remember: make sure that you text a lead only if they come to you first; you don’t want to text somebody without their permission.

We have gotten some major results by using texting to reach out to our leads, so give it a try and see how it works for you. If you have any questions about keeping in touch with your leads or anything else, give me a call or send me an email. I’d be happy to help you!

Why All New Agents Need to Prospect

The most important thing a new agent can do once they enter the real estate business is prospect. This process brings business, energy, and money into your life. 

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When new agents ask me what they should do when they join the business, my answer is simple: prospect. If you’re a new agent, you must do this each and every day from 9 a.m. to 11 a.m.

Gary Keller himself touches on the importance of prospecting in his book The One Thing. Sometimes new agents begin to neglect this process once they start getting deals under contract. This is a big mistake. Once all those deals close, they’re left with no more clients.

We’re not in the real estate business; we’re in the lead generation business. Lead generation happens with prospecting. Who can you call to prospect? You can call friends and family. You can touch up on any old or expired leads you have. Don’t be afraid to get creative. A good mark to shoot for is 50 calls a day. It seems like a lot, but once you sit down and focus, the process goes faster than you think. Schedule all your appointments for after 12 p.m. so you have time to get your prospecting done first.

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If you don’t prospect, you won’t make any new clients.

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If you make a commitment to prospecting, it will create a compound effect that will bring business, energy, and money into your life.

If you have any questions about how our team accomplishes this goal or how we could help you grow your business, please don’t hesitate to give me a call or send me an email. I look forward to helping you!